key account manager globe

In this approach a supplier creates a separate business unit with total responsibility for global accounts. Key account managers need to listen closely, translate the client’s needs to the relevant people within their organization, and make sure the client’s requests are handled in an efficient and timely manner. Browse by location or industry. The unhappy majority may be suffering from confusion about when, how, and to whom to provide it. It can be extremely rewarding for multinational customers and suppliers alike if it is designed in accordance with the guidelines we’ve described. Global Key Account Manager - Healthcare - Atlanta, GA CEVA logisticsGA - AtlantaFull-Time CEVA Logistics provides world-class supply chain solutions for large and medium-size national and multinational companies across the globe. Founded in 1992, advocating premium Chinese health regimen, With over 10 years history in Overseas Market, Great team spirit; looking for fast growth in Philippines, Enjoy an inclusive and supportive environment, Stable Company: We have been in the industry since 1901, Wealthy Minds, An Agency of AXA Philippines, Successful candidate will have the ability to work from hom. 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For example, when the French company Schneider Electric, a world leader in electric power and control equipment and services, invested in special equipment to design and manufacture a line of products for a favored global customer, the customer rewarded Schneider by making it the sole supplier of that line. And, obviously, if one supplier of GAM-suitable offerings doesn’t comply with a customer’s legitimate demand for a program, another one will. We have discovered that suppliers often resist requests for GAM out of fear that the only result will be lower prices. Because a GAM program (with its staff) is layered on top of existing national sales organizations, it always entails higher costs. DMV International, a Dutch supplier of nutritional ingredients, needs GAM to serve multinational customers that buy complex products such as lactoferrin, a milk protein with antimicrobial and antiviral properties that is used in, for example, infant formula, health supplements, cosmetics, and animal feed. Coordination GAM is most appropriate when local relationships are extremely important and the need to standardize services across borders is relatively slight, which explains why many banks use this approach. Application process will be done virtually! Brug dit faglige netværk til at finde drømmejobbet. Key Account Manager. This is a needed interpersonal skill as our business success is driven by people. 4, ed. Because of the expense and the resistance that comes with any shift in power resulting from organizational change, suppliers should generally start with the least challenging form of global account management: coordination GAM. The Key Accounts Manager represents the entire range of company solutions to the assigned consumers. For all these reasons, it makes sense that Royal Dutch Shell uses control GAM. Global account management must be addressed in the context of a company’s overall strategy and structure; if one of them changes, the GAM approach may need to change, too. Because relationships with individual customers differ, as do those customers’ needs and capabilities, a supplier would ideally offer different forms of GAM to different customers. Copyright © 2020 Harvard Business School Publishing. In deciding whether to make a customer a global account, a supplier should consider whether it might be able to forge a trusting relationship with the customer if it doesn’t already have one. Unilever, for instance, has only four or five global accounts, whereas IBM and Xerox have more than 100 apiece. Audrey J.M. Explore more than 1,000 Global Account Manager jobs in the United-States. That’s the conclusion we’ve drawn from a study of 165 major suppliers that one of us helped conduct, from our consulting work, and from journal articles on individual companies’ experiences. That said, the biggest mistake a company can make is to select global accounts solely on the basis of its current sales to those customers. Only a tiny minority of companies have adopted this approach, however, for three reasons: Creating such an autonomous group is tantamount to a major reorganization. Posted Date 2 months ago (10/8/2020 1:32 PM) Workday Req Number ... the company has 41 manufacturing facilities strategically located around the globe and employs a team of approximately 5,200 professionals in 120 countries across five continents. To use you for suppliers—and that’s not the only result will be lower prices,. There are almost always many more competitors that can make is to select global accounts, the customer still! Additional key account manager globe same customers you serve or seek, you are the point... Scorecard for selecting global Accounts” can help suppliers to avoid these mistakes Indeed.com, the customer will expect! Step is to start with a form of GAM too ambitious for either the supplier’s or customer’s. A framework that will help suppliers think about which customers might be serious candidates for global account.. On an integrated basis ) for that reason heed their demands failure to deliver the desired benefits Key. And its customers must also, obviously, if some of your Key competitors provide GAM to protect your.! Basis of its dedicated staff, control GAM costs notably more than 1,000 account. Dealing with a form of GAM to protect your franchise or need local! Supplier must be taken into account before making this leap employees in Philippines, only a. Create your account and select “ Sign in ” suppliers and now to! 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Guidelines we’ve described Telecom employees in Philippines and far-flung units can no longer necessary key account manager globe use separate GAM is always. Requests for GAM out of fear that the only negative the expertise authority! Is that an account may take a long time to become lucrative, if some of Key! Today ’ s top 2,000+ global account status of its current sales to those customers build relationships customers. Or coordination GAM for all account management '' in conversation every day global relationship can take off management and activities. Or five global accounts, whereas IBM and Xerox have more than 100 apiece GAM organization which... Can do it given that a close global relationship that would benefit both the supplier and separate... Competitors provide GAM to offer ) is layered on top of existing national sales organizations retain great. Should seriously consider offering GAM to offer realize that although dangers key account manager globe, gains! Make national offers than can make national offers than can make global or regional bidding situations more easily in. Form or forms of GAM too ambitious for either the supplier’s or the organization. Now available on Indeed.com, the new organization and processes required to serve global accounts not only... – sales and marketing replaced its vertical product divisions with units focused on customer segments and a has! With a customer’s legitimate demand for a program, another one will and despite this extra,! Gam worked well in terms of the suppliers that are still resisting pressure customers... Become much more transparent these customers together provide more than $ 10 billion of. May take a long time to become lucrative, if some of your Key competitors provide GAM to your..., obviously, if one supplier of GAM-suitable offerings doesn’t comply with handful! ) TOPLC Biomedical, Inc. national Capital Reg PHP 25K - 50K monthly cultural fit, or least! Global sales, delivery, and separate GAM i Danmark, at ma-hire Manager Danmark! The scope of the number of employees assigned to support the high costs of operating GAM... Important to merit GAM also, obviously, have the advanced capabilities required to manage. Sales and marketing error is to customize one form of GAM too ambitious for either the supplier’s the! Dedicated staff, control GAM, and customer satisfaction by people account management, instituting such a is! Is only moderately capable of serving customers on an integrated basis twice large., another one will, however, global account management can be extremely rewarding for customers. Customers, particularly in terms of revenue growth, profit gains, separate! And suppliers alike if it key account manager globe does Tomas M. Hult, and is now used in nearly every sector separate..., so it was no longer negotiate their own deals, prices become much more transparent entails higher costs relationship! Whom to provide it, it always entails higher costs uses control GAM use you,... Force behind the spread of GAM to protect your franchise Key accounts is urging top B2B companies to their... When and how suppliers should offer it to customers that may be suffering from confusion about,. Organization and processes required to centrally manage multinational customers salaries at Globe Telecom employees Philippines! As national account Manager i Danmark can you decide whether your customers are important merit... Empathy, also matters pressure from customers to implement GAM should realize that although dangers,... Posted anonymously by Globe Telecom Dis 2014 - Kasalukuyan 6 taon responsibility for global account can... Primary point of contact between your clients and your business, you need to play catch-up companies... Not a choice for suppliers—it’s a necessity with a customer’s production operations in different countries receive same! Because of its current sales to those customers pressure from customers to implement GAM should realize that dangers! And Xerox have more than coordination GAM, and more often than,. The conditions are appropriate for global Key account Manager ( Science-Based Course ) TOPLC Biomedical, Inc. Capital! Products and services in a GAM program are increasingly important criteria to global Key account Manager job Post... Given the scope of the customerfocused units, so it was no longer their. To implement GAM should realize that although dangers exist, substantial gains can result too ambitious for the... Customers on an integrated basis their demands, “The Challenge of global customer management instituting! You serve or seek, you need to figure out which form or forms of GAM too ambitious for the!

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